Sales Executive, License Compliance
Autodesk
Brazil - Sao Paulo
há 21 horas

Position Overview

Come join the License Compliance team in Brazil, one of the fastest growing organizations in Autodesk. We are a strategic organization inside Autodesk that converts misuse into sustainable growth, empowered by our expert usage of data and analytics, and develop long-term customer relationships.

The License Compliance Sales Executive is responsible for finding, validating, and closing license compliance opportunities in Brazil.

The sales team works closely with Autodesk sales partners, legal, technical specialists, and other members of the License Compliance team on compliance matters.

License compliance Sales Executives develop their own leads as well as training partners on how to identify possible License Compliance risks for further review.

Accounts worked will vary across various vertical markets.

Responsibilities

Drives, develops, executes, and monitors License Compliance Engagement strategy to meet and exceed goals plan

Identifies and captures sales opportunities with existing customers who have under-licensed Autodesk software product

Uses Autodesk License Compliance analytics tools and databases to investigate License Compliance prospects

Takes customers through the audit process : from notification of the audit at customer C-level, facilitating the collection of deployment data of the customer environment, presenting the results of the audit analysis to key customer stakeholders (including C-level), escalating within the customer or Autodesk side where necessary, negotiating the resolution of the compliance investment until full closure of the commercial resolution

Demonstrates courage to be able to facilitate challenging conversations and negotiations with customer C-level stakeholders

Demonstrates critical thinking to analyze how to present the compliance issues to the customers and still turn the situation into a positive commercial outcome

Demonstrate strong knowledge of Autodesk software licensing models, license agreements and contracts. Be a subject matter expert on these topics

Assists customers in determining and purchasing correct levels of Autodesk licenses

Drives compliance reconciliation purchases and use compliance as a compelling event in consolidation purchases

Develops a cross functional approach for reconciliation

Maintains basic knowledge of Autodesk products, competition, and industry trends along with understanding project delivery methods

Understands legal compliance framework and exercising high level judgment for each customer situation the LC Executive is involved in

Has the ability to successfully mitigate complex pushback by customers regarding the compliance situation

Uses Salesforce.com to track all leads, opportunities, activities, and results

  • Needs to work with third-party auditing firms to complete remote and on-site audits of customers; analyzes results of audit to determine negotiating position;
  • assists sales in closing enterprise compliance deals

    Collaboration

    Engages and collaborates with Territory Sales and Value-Added Resellers where applicable for example, where there might be up-selling opportunities

    Collaborates with the legal department on development and implementation of strategies and tactics for Autodesk’s License Compliance programs

    Collaborates on best practices and drives License Compliance strategies with other geographies; recognize cultural sensitivity and adjust programs to local culture

    Influences channel to get leads; collaborates with sales to drive incremental business in targeted accounts to meet quarterly and annual revenue expectation

    Minimum Qualifications

    English Language - written and verbal communications skills

    Excellent oral and written Portuguese communication skills

    3+ years’ quota-carrying sales experience to include selling technology solutions, Account Based selling and large complex multi-solution, expansion deals

    Experience engaging with executive-level stakeholders to influence strategic business outcomes

    Ability to accurately forecast and reporting on account activity

    Experience in qualifying, scoping, and closing deals with a strong customer focus

    Demonstrated track record of success : consistently exceeding quota in a structured, disciplined, sales environment that includes strategic and collaborative / team selling

    Ability to adapt quickly and manage difficult situations while remaining upbeat and positive

    Strategic account planning and research to understand how Autodesk solutions align to company's objectives

    Highest work ethic, works both independently and in team environments, self-starter, high energy, results oriented, and can manage multiple priorities

    Highly proficient computer skills including internet, SFDC, email, MS Word, Excel, PowerPoint

    CRM (SalesForce.com is preferred)

    Preferred Qualifications

    Bachelor’s Degree or equivalent experience

    Previous License Compliance experience

    Understanding of software licensing models, license agreements, and contracts

    Previous experience dealing with principles, owners, and executives in sales situations and / or collections

    LI-POST

    At Autodesk, we're building a diverse workplace and an inclusive culture to give more people the chance to imagine, design, and make a better world.

    Autodesk is proud to be an equal opportunity employer and considers all qualified applicants for employment without regard to race, color, religion, age, sex, sexual orientation, gender, gender identity, national origin, disability, veteran status or any other legally protected characteristic.

    We also consider for employment all qualified applicants regardless of criminal histories, consistent with applicable law.

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